Smashmouth B2B Blog: Sales & Marketing Demand Gen

If you've got an inside sales team that is not cutting the mustard with appointment setting, if your internal results aren't there, it's time to think about your department the way a professional appointment setting company does. I surveyed a couple of our best appointment setting BDRs in London and here are their tips:

Work from good lists. Don't download 5000 names and expect to stay focused. Pick 500 good names--perfect titles. Then set out for focused activity.

Sharpen the pitch. You've probably only got 10 seconds to say hello, then 30 seconds to get permission to keep talking. Use the next 3 minutes wisely. Don't over-pitch.